Relationship Manager – Public Sector

The primary purpose of this role is to achieve business growth within the Public Sector Banking Commercial Division through the acquisition of new clients and the expansion of the existing portfolio. The role holder will be responsible for executing Public Sector Banking Business Development initiatives within the Government and Institutional Banking Unit. This involves influencing business outcomes by identifying and implementing innovative solutions, adopting best practices, and integrating proven methodologies to ensure outstanding customer service and operational effectiveness.

1. Develop business opportunities and oversee activities in alignment with the Bank's strategic and annual business plans, ensuring responsiveness to market changes and customer needs.
2. Contribute recommendations to the public sector's short-term and long-term strategy to increase market share and maximize departmental revenue.
3. Conduct regular visits to key contacts at the Treasury, parastatals, government ministries, and donor/developmental agencies to gather current information on priority projects and funding sources.
4. Identify opportunities for growth and new business acquisition through thorough market research, analysis, and networking.
5. Build a targeted database of clients in the Bank's preferred industries/sectors, establish clear call objectives, and execute a robust calling program to generate sales and business.
6. Implement strategic marketing by focusing on developing competitive advantages in the evolving marketplace and utilizing the Bank's unique capabilities to create value.
7. Enhance value creation by developing, communicating, delivering, and offering solutions that benefit customers, shareholders, and partners.
8. Provide targeted training to branches and other support functions on legal processes to ensure compliance.
9. Ensure full adherence to Central Bank of Kenya guidelines and relevant provisions of the Banking Act.
10. Guarantee that the customer value proposition is implemented in compliance with both external and internal regulations and policies, covering operational, credit, reputational, and human resource risks.
11. Conduct regular site visits to existing clients to assess business conditions and loan collateral, determining if adjustments are needed, and fostering client relationships for retention.
12. Closely monitor recommended and processed loans to ensure timely repayment and maintain the Portfolio at Risk within acceptable limits.
13. Promptly follow up with delinquent clients and escalate cases to higher authority for active management of the loan portfolio.
14. Secure witnesses and ensure their statements are executed in a timely manner.
15. Facilitate the sealing, stamping, and dispatch of charge documents, undertakings, discharges, and contracts to branches or advocates.

1. Hold a university degree in a relevant business discipline such as Business Administration or Finance.
2. A Master’s degree is considered an added advantage.
3. A Diploma in Banking (AKIB) is an added advantage.
4. Possess at least seven (7) years of experience in the financial/banking sector, with a minimum of five (5) years in Relationship Management within Public Sector Operations.
5. Demonstrate sound knowledge of Business Banking products, services, and processes, along with exposure to Public Sector Banking.
6. Proven track record of developing a profitable and sustainable portfolio that contributes to the Bank's financial performance.
7. Exhibit a profound understanding of the Public Sector, key competitors, their offerings, and the Bank's competitive advantages for attracting quality customers.
8. Possess a thorough understanding of the CBK regulatory framework and pertinent regulations affecting corporate customers.
9. Be a highly effective communicator with excellent interpersonal and motivational skills.
10. Demonstrate strong managerial, planning, analytical, decision-making, lateral thinking, and project management skills.
11. Exhibit excellent customer service, client relationship management, communication, negotiation, problem-solving, and interpersonal skills.
12. Possess credit evaluation and analysis skills, coupled with extensive business insights related to commercial loans.
13. Be financially literate and capable of interpreting and analyzing financial statements (audited and/or management reports) to assess clients' repayment capacity and financial soundness.
14. Apply sound judgment and common sense, utilizing both qualitative and quantitative tools for comprehensive analysis and evaluation of complex credit applications.
15. Have in-depth knowledge of bank branch operations, rules, regulations, laws, lending, and credit risk management.